2013 SIOR Spring World Conference
Educational Program

Each moment you are onsite is a learning experience, including the hallway conversations you have with your colleagues and the new concepts we showcase which you can implement when you return to your home office.

Applications for continuing education (CE) credit are currently in process. The list of approvals will be updated as they are received.

The Future of the Sale Leaseback MarketBrought to you by the Corporate Services SPB

Speaker: Josh Leonard, Deloitte Financial Advisory Services

Attend this session and discover what brokers need to know about how the new lease accounting rules will affect sale leasebacks and lease vs. buy decisions and where to look for opportunities as we prepare for these accounting rule changes.

This program will feature Josh Leonard, partner at Deloitte Financial Advisory Services, a lease advisory expert with a world of experience in commercial real estate development, management and advisory services. The session is a further, deeper exploration of the Corporate Services SPB FASB program presented at the SIOR 2012 Fall World Conference in Los Angeles, and will provide practical tools to enable brokers to identify business opportunities which flow from the new lease accounting rules. Mr. Leonard is a top expert in the intersection of tax policy and real estate practices. This program is a rare opportunity to interact with an expert who will add value to your practice.

8 - 9:30 a.m.

Investment Property Market (CE)

This session will prepare you for today's and tomorrow's investment opportunities. Bring your property brochures and "haves" and "wants" to this interactive and fast-paced session.

8 - 9:30 a.m.

Recruiting: The Art and Science of Selecting Brokerage AssociatesBrought to you by the Brokerage Management SPB

Presenter: Ralph Spencer, SIOR, CCIM, Innovative Learning

When selecting a new brokerage associated for your company, can you improve your odds of choosing a future top producer? Is there such a thing as "more than a gut feeling?" What are the six or eight best practices for improving your selection results? Is there such a thing as a typical top producer behavioral profile for brokerage associates and if yes, what does it look like? When it comes to interviewing, are there specific questions you have found that are particularly effective? Join Ralph Spencer, SIOR, CCIM, as he facilitates the group to answer these questions and offers industry best practices for helping you select your next "top producer."

10 - 11:45 a.m.

Opening General Session featuring Doug Lipp
Sponsored by:

What is the magic of Disney? Join Doug Lipp as he takes you on an entertaining and insightful journey "behind the scenes," to discover both the secret of Disney's success and how it and other organizations have overcome spectacular challenges.

Formerly the Head of Training at Disney's Corporate Headquarters, Lipp provided the famous Disney University "Traditions" program and developed leadership courses for Disney executives.

After leaving Disney, he co-founded, with a Stanford University professor, the Intercultural Relations Institute. Based upon his rich career at Disney, plus his work as an international consultant for some of the world's most admired corporations and business leaders, Lipp explores the strategic necessity of why all companies must now think globally and act locally.

Known around the world for his captivating and humorous story-telling style of delivery, Lipp will challenge the audience to take action and get results!

1:30 - 3 p.m.

Is There a Way to Deliver Good Valuation in a World of Void Comps? (CE)

Presenter: Mark Polon, Polon Consulting

Good historical data, comparable sales, and cap rates are scarce. How can you be sure you have achieved a defensible value without these tried and true methods. This session will give you the tools to create reliable valuations using current market data and forward looking analytics. Upon completion you will be able to immediately apply the concepts and techniques.

1:30 - 3 p.m.

SIOR Global Session: Doing Business Around the World with SIOR (CE)

Starting in 2013, each World Conference will feature one “SIOR Global Session” designed to give members a high-level understanding of various markets around the world. Join your fellow SIORs at the first of these sessions, “Doing Business Around the World with SIOR” to learn how US-based SIORs can win more business, make more referrals and assist existing multinational clients. Different geographic areas around the world will be highlighted with case studies featuring SIOR referrals and market information. Attendees will leave the session with talking points to facilitate the “global discussion” with potential and existing clients.

1:30 - 3 p.m.

Teaming for Success in Commercial Real Estate (CE)

Presenter: Ralph Spencer, SIOR, CCIM, Innovative Learning

There are two major trends in commercial brokerage, top performing teams and team implosions! The down market has chilled teaming, in part, because many brokers were unwilling to share with others when they didn't have enough for themselves. As the market begins to improve, will there be a resurgence of teaming in the brokerage business? The answer is yes!

This session will quickly review the highlights of previous SIOR sessions on the topic of teaming and present the most current strategies for building and maintaining successful brokerage teams. The session materials will include specific team building resources you can use to immediately build a team or improve the one you're part of now.

Which of the two major trends will you be a part of going forward, a member of a high performing team or part of a team implosion? If your answer is "a high performing team," then this is an essential workshop to attend.

Several esteemed members from SIOR's very own Digital Media & Communications Committee (DMCC) will present and demonstrate their favorite "go-to" technology products and services for the commercial real estate professional. Come join these subject matter experts and thought leaders as they transfer a wide range of current and cutting edge tech "know how" to you. If there is one session at the Spring Conference filled with take home value, this is sure to be it!

3:45 - 5:15 p.m.

The Impact of Global Logistics and Supply Chain on Industrial Real Estate (CE)

Presenter: Curtis Spencer, IMS Worldwide, Inc.

Explore the changing environment of retail and its growing impact on industrial real estate. The rapidly expanding E-Commerce sector has resulted in a shift in site selection and building requirements to meet the unique and specific needs of this industry. With Amazon projected to add over 45 Million Square Feet of industrial space over the next four years an examination of this phenomenon is essential. Traditional, brick and mortar retailers are expanding into the E-Commerce market to meet consumer demands and to maintain competitiveness with the online retailer market. This transition by the traditional retailers to support both storefront and E-Commerce consumers has resulted in a few different models which will be discussed during this session. Curtis Spencer will also discuss the current and future impact of E-Commerce on building specifications and geographical site requirements, along with the opportunities and challenges that the traditional retailers are facing as they modify their supply chains, stores and distribution network to support their customers in store and online purchases.

3:45 - 5:15 p.m.

Tenant Representation SPB

Join the SIOR Tenant Representation SPB for a face-to-face, peer-to-peer, conversation about the offers and promises you make every day.

Who should attend? SIOR's whose primary business is representing users of industrial and office real estate.

What is the benefit? One-on-one networking, value-added offers that you can and should be making to your clients, best practices, differentiating your offers - not disparaging your competitors, become sustainable and relevant.

Why attend? Insightful, valuable information and best practices targeted specifically for tenant reps. Networking with like SIORs in small groups outside your market, creating the opportunity to provide additional value after the session.

How will the information be presented? You will be divided into similar peer groups with others from outside your market to define your business practices, identify markets you serve, describe your ambitions, address the threats you face and contemplate other questions specific to your practice.

We encourage you to bring material you use to promote your business, best practices, offers, and promises you make.

Be prepared to address "conflicts of interest."

How do you compete?

How do you differentiate yourself?

What makes you relevant?

Ideas you use to engage the customer.

Business practices that have proven to be substantial and sustainable.

Customer surveys or questionnaires that have made a difference in your business practice.

Frank Luntz is one of the most honored communication professionals in America today. " The Nostradamus of pollsters," said Sir David Frost, while Time magazine named him one of "50 of America's most promising leaders aged 40 and under," and Newsweek identified him as $24 (tied) on their 2010 Power Elite survey. And this year, he finished 87th in a Time magazine global poll of the "most influential people in the world."

Frank was named one of the four "Top Research Minds" by Business Week, "the hottest pollster" by the Boston Globe, and was winner of the coveted Washington Post "Crystal Ball" award for being the most accurate pundit. His focus groups have become so influential that then-presidential candidate Barack Obama had this to say following the PBS presidential debate, "When Frank Luntz invites you to talk to his focus group, you talk to his focus group."

Join the Independent Brokerage Group (IBG) as they more closely examine the most popular topics recently brought forth at the 2012 Fall World Conference in Los Angeles and in a recent IBG membership survey. The session will feature interactive discussion through focused roundtables, allowing member involvement and the sharing of information.

Join fellow SIOR, John Adams, as he takes an every man approach to cover best practices for using an iPad in commercial real estate so you can use your iPad to its fullest potential. Attendees will leave with an understanding of "must have" apps for the commercial real estate practitioner as well as new technology that you will see in the coming years.

Join recipients of the SIOR Past Presidents’ Award for Community Service at the first ever session addressing philanthropy. Hear about community service programs and projects individual SIORs and their companies have undertaken. Learn how and why to become involved in community service and
philanthropic pursuits.

Dr. Tony Alessandra is two speakers in one... a professor and a performer, or as one client put it - he delivers college lectures in a comedy store format. Dr. Alessandra has a street-wise, college-smart perspective on business, having been raised in the housing projects of NYC to eventually realizing success as a graduate professor of marketing, Internet entrepreneur, business author, and hall-of-fame keynote speaker.